SC19: How David built a launch audience outside of Amazon and is targeting a million dollar business goal

David Mitchell is on the show today. David runs an Amazon business in the baby niche selling multiple products and was kind enough to share his brand. He found early success on Amazon by first leveraging an audience he built on Facebook. Later he ran into a bit of a rough patch which he recently pushed past.

On this episode David discusses the challenge he faced when a 2,000 unit inventory order had a big problem. David also talked about the future and the goals to build a million dollar business and move beyond selling only Amazon products and offering digital products as well.

Want to ask a question?

Get involved and ask a question about selling on Amazon and Chris may answer your question live on a future episode of Sellercast. Also, if you think you'd be a good guest for the Sellercast podcast feel free to tell us more about you and your company here.

Need more product reviews?

Podcast Transcript

Intro: Hello, everyone. Chris Guthrie here, host of Sellercast. In today’s episode, I speak with David Mitchell, who’s been selling on Amazon within the baby space. The cool part is that on this episode, he’s going to be sharing some of the exact products that he’s been selling within that space, and also some of the successes, failures, and struggles along the way as well. The cool part too is he’s also gearing up to sell digital products. So instead of limiting himself to just Amazon, he’s also been selling some digital products as well to the audience he’s already built, while growing his Amazon business.

So listen to this episode. I’m sure you’re going to enjoy it. And if you have any questions, please go to Sellercast.com/19 to check out the show notes. You also have transcription and everything else there as well. Thank you so much for tuning in, and let’s start the show.

=====

Chris Guthrie: Hello, everyone. Chris Guthrie here, and with me today is David Mitchell. David, welcome to the show.

David: Yeah, thanks a lot for having me, Chris. How’re you doing?

Chris Guthrie: Doing well. And thank you so much again for joining me. You’ll be talking about your business and sharing with the rest of the people as well. So let’s dive into it. I know that you’re selling within the baby niche. Do you want to talk a little bit about the products you’re selling? And then we’ll get into why you picked that niche, what you have been selling, some of the other strategies you’ve been doing to grow your business. And we’ll go from there.

David: Like Chris just said, we are selling in the baby niche. And basically, how that started is when I got this job just over a year ago, my boss said to me, “You know what? We have this idea to sell baby products because it really is an evergreen industry, an evergreen market. People are always having kids, and they always want to buy products for their kids.” So he actually created a Facebook fan page with the title ‘Love your Baby’. And he generated about 30,000 fans, an audience of 30,000 people. And these are all young mothers who have kids from the age of 1 to three. So he said to me, “We have these people, and I really want to get in this market. And I know a lot of people who are making a lot of money selling on Amazon. So I need you to learn how to basically sell on Amazon, get some products. And then we already have the audience to launch this. So we’re a step ahead of most people starting their companies.”

So after he gave me that little task… Just so you guys know, I have no experience in any e-commerce. I have no experience dealing with baby products or anything of that sort at all. So this was all very new to me.

Chris Guthrie: Before you get too much further along, that’s interesting. Basically, you were hired. And then it was like, “Here, learn this thing because I’d like to get into this niche.” And then here’s some stuff you can learn from. And you had the Facebook page already. Can you talk a little bit about how the Facebook page was built? And then we can kind of get back to where you’re at with the business.

David: And that really is exactly how it went when he just said… The Facebook page, he actually created the Facebook page before I was around. But how he did it, literally, was he just created a fan page and then boosted the page with paid advertising. And I think the ad that he used was literally something that just said, “Like us if you love your baby.”

Chris Guthrie: [Laughs]

David: I mean what parents are going to say no? They’re going to say, “Yeah, I do love my baby, and I’m going to hit Like.” Right? So I think he spent around $8000 over the span of a few months. And that’s what generated all the fans. And then basically, just to upkeep and keep all these people engaged, I post stuff every day, just funny little memes that are relevant to parenting, some articles that people might find interesting, just to kind of constantly keeping them engaged and keeping them involved with our company and our brand.

Chris Guthrie: Okay. So the audience is basically there. And that was the idea that okay, we have this baby audience. People are doing well selling on Amazon. Go learn how to sell on Amazon, and let’s market those products to that audience.

David: Exactly.

Chris Guthrie: Okay. So what products did you start selling? Can you talk a little bit about that process as well?

David: The first product I went with was this set of three baby bowls. Actually, I had a set of three baby bowls that we received a sample of. And I also had a single baby bowl that we have a sample of. And these are suction baby bowls. So basically, the whole idea behind them is that you can suction them to the table. And when your kid is being fussy about his eating, which is pretty common, they’re not going to be able to throw the food in the bowl all over the place, right? So parents love the idea of that. So I didn’t know what product would sell well. I looked at the samples, and I knew they were of good quality. But I didn’t know if the set of three would sell better than the individual one. So we just said, “Hey, do you know what? Let’s just put them both up and basically split-test them against each other and see which one sells better.” So very quickly, we realized that the set of three bowls sold quickly, much quicker.

So getting back to why we actually chose these bowls, we wanted to deal with a product that we could sell private-label, with their own brand on it. So immediately, I want to look for a product that people won’t think twice about buying, having never heard of our brand. If we try to do something… I mean even baby bottles, I was considering. But people really are particular about certain things like that, not so much about just the bowl they’re eating out of. So you’re going to see these plastic bowls. And they never heard of Love Your Baby. But it’s a plastic bowl. It looks like it’s of good quality. It looks like somewhat of a legitimate company. They’re not going to think twice about buying.

So that was the main factor that led me to choosing these bowls. And then also, there are other things taken in to consideration, such as they’re light to ship. They can sell for about $20. So I know I’ll be able to get a decent margin out of them. And you know what? There wasn’t too much competition from what I saw. So I thought it would’ve been a very good opportunity to kind of jump in there and see what we could do with these bowls.

Chris Guthrie: Okay, so let’s go back to the fact that you had a set of three bowls, and you also had a single bowl. How did you actually sell those two? Or did you basically just market them both to the audience at the same time and say pick which one you like or something? How did you do that?

David: Well, we basically just created the two. We created one product listing. And even though the bowls are not very similar, they’re similar enough that Amazon didn’t really say anything when we made them a variation of each other. So basically, any review… which most people know Amazon is all about their reviews when it comes to boosting your product ranking. So any review you would get would go towards both bowls. I mean you can see really quickly if people are buying more of the set of three or the single bowl. So when it came down to marketing to our audience, what we did is we just did a giveaway. We said, “Do you know what? Let’s give away 100 bowl and ask people for unbiased reviews on our products,” because you can’t say that you’re going to give them a bowl for a good review. We’ll just give you a bowl. And then please tell us what you think about the bowl. I’ll really greatly appreciate it.

So when we first launched that, it was probably 80-20, 80 percent people wanting the set of three bowls and 20 percent people wanting the single bowl. So right away, I could tell what people wanted, just by looking at the product and seeing what it had to offer. And then when we actually started getting sales, it proved that point even more. I mean not many people were buying the single bowl. We usually capped at about maybe 5 sales a day. And at our peak, we were selling 40-50 of those sets of three bowls.

Chris Guthrie: Yeah, that’s interesting how you did that. Now I’m assuming that there was a price difference between the set of three bowls and the single bowl as well.

David: Yeah, I didn’t really know what I was doing when it came down to pricing. So I just looked at competition, looked at what we were paying, and just tried to fiddle around to find something that was acceptable. So at first, the set of three bowls, I think, were selling for around $16. And the single bowl also came with a spoon and a fork. So it wasn’t just one bowl compared to three. So there was a bit more of small added value compared to the single bowl. People did want the single bowl because you’ve got the fork and the spoon as well. But I think we were selling that one for about maybe just a dollar less.

So that probably did affect the sales between the two because I think when people look at a stack of three bowls. There’s just a lot more perceived value when you’re getting three compared to getting one.

Chris Guthrie: Yeah, but the cool thing is almost as if you’re getting some price anchoring effect there where you have the single bowl that’s a dollar less. But then they’re all on the same listing. And they see that you have a pack of three bowls for only a dollar more than… like, oh, this is actually a great deal!

David: Very true.

Chris Guthrie: And since they’re already on the listing. So did you completely just continue the single bowl? Or is that one still there in addition to the three bowls?

David: It’s still there. I tested a few things. Because they were a product variation of each other, so we sold out of the set of three bowls fairly quickly. And when that happened, the funny thing happened that actually jumped up the sales of the single bowl. They almost doubled, actually. And I think that’s because the traffic was going towards the set of three bowls, because I do believe we still had the Amazon ads running at the time. So maybe all the traffic from that was going to the product listing. So that was out of stock. But then people would end up buying a single bowl.

So we were still selling about 10-11 with the single bowls when we didn’t have the set of three bowls in stock. So we know this potential, and people are willing to purchase that. So we didn’t think it was worth discontinuing the listing completely. So what we actually did, we did order some. We ordered enough stock to last just quite a bit. They’re still not selling great at the moment.

Chris Guthrie: Okay, that’s cool. So then how many did you start out with then in total? You gave away 100 through your Facebook group, and saw about...

David: We started with 500 of each – 500 of the single bowl and 500 of the pack of three.

Chris Guthrie: Okay, so that one has been going pretty well. And then you started expanding it to other products as well.

David: Yeah. The set of three bowls were selling really well. I mean we were almost doing about 20 grand in sales a month alone, just off that product. And that was only about three months after we launched that. So things were going really well for that. At that point, it was looking a bit more consistent. I knew we weren’t going to be selling much, much more. So it was almost… I don’t want to say peaked because we gradually started selling more. But it was time that we knew that product was okay. We could leave it alone. And now let’s try and expand.

So then I basically just followed the same process I did when I chose the baby bowls. And I found this one product I liked, that stood out to me. And they were the 100 percent bamboo washcloths. And why those stood out to me was because parents are really cautious about the type of products they use for their kids, especially when it’s a product like a washcloth that they’re going to be rubbing all over the child, using during feeding time, bath time. Mothers are going to have these on their person for basically anything, right?

Chris Guthrie: Yeah.

David: So we decided to go with those. And at the same time, we went with silicone bibs as well because it would seem like they were selling pretty well on Amazon, and there wasn’t much competition either. But it’s kind of funny because after we decided to branch off into these new products, we basically had… We had some issues with the baby bowls. Nothing is going to run that smoothly forever. So we had some things which I was anticipating were to happen eventually. And it just so happened that they all kind of happened in the span of two weeks. So if you want me to talk about that, I absolutely can.

Chris Guthrie: Yeah, sure. So you had some type of maybe negative competition things or…

David: Yeah, the biggest thing was we ordered 2000 bowls. And at this point, we thought things were rolling great. We could order 10,000, and we’d still be selling them like hotcakes. So there were 2000. And we still don’t know exactly why this happened. But we were certain that almost the entire order showed up defective – when it worked a little bit – on the actual suction on the bottom.

Chris Guthrie: Oh, no.

David: So the way they’re stacked in the box, they’re stacked with the big one at the bottom, middle one, and then the small one. The large suction on the bowl was flattened. So it clearly looked like there was almost too much weight when they were shipped.

Chris Guthrie: Oh, wow!

David: Yeah, so we were certain if 100 percent of that order was like that. But we can only assume at that point. Once it’s in Amazon’s warehouses, we don’t really have a choice but to continue selling. So we had options. So we looked at it, and we said, okay, we start seeing the bad reviews come in. I ordered the bowl myself. I saw the issue myself. So we said to ourselves, “We can either continue selling these bowls – and we’re going to take a hit on our product listing because there will be bad reviews coming in – or we can do a complete product removal and bite the bullet on about 7 grand.” So after we sold about a thousand, we only had about 30 negative reviews come in. So that’s not horrible. So I think we just decided, “Let’s just sell the remaining 1000. But we’ve got to take immediate action on this. We’ve got to let people know. We know this is an issue, that this is an issue. And here’s how you can stop it.” When I ordered the bowls, I saw that it was flattened. But it’s still a working one, right? So when you put it through the dishwasher, it regains its shape, and it regains its suction. So we just immediately changed our automated emails to let people know, “If you receive this product and it’s not sticking, let it soak in hot water for a little bit, put it through the dishwasher, and then give it a try. And if not, send us a message directly. Don’t go on Amazon.

Chris Guthrie: So were you already using Salesbacker at that time? Or was that a bit later?

David: Yeah, this was right after the Vegas event. We’ve been using Salesbacker. So Salesbacker has been awesome so far.

Chris Guthrie: That’s great. I mean it’s always interesting to talk to customers that are using it in different ways. That’s cool because basically, you knew there was this problem that could be rectified. And I was curious to see. I wanted to let you finish talking to see how you solved it. That way, you were able to use your automated follow-up sequence to then help reduce those negative reviews by giving them some instructions on how to solve that problem. That’s interesting.

Now are you through that inventory now? Have you had that fixed? Did you have them pack the bowls sideways in the box?

David: That’s exactly what we did. We did sell through that inventory. And since then, we’ve ordered another 2000 units, I think it was. But we haven’t seen the same complaints at all. So what we did is actually created, or had our supplier create, a little cardboard cutout to place inside the box. So basically, I just added a bit more support under the bowl, so that if there were pressure on it – at least that could absorb a bit of the weight. And then we did exactly what you just mentioned. We flipped the packaging sideways, and I think that’s probably what did it.

Chris Guthrie: Wow! That’s cool. And what was the other thing too? I was curious about that. After that happened, did you have an inspection service to look at the products before they shipped the order? Or did your supplier know along the way that there were these problems, and you were going to be talking to them to fix them?

David: We have a sourcing agent. She’s great. She actually goes and visits all the factories. After that happened, I had a few words with the supplier, because nobody wanted to take responsibility for it. It could’ve happened during shipping. It could’ve happened during packaging. But there’s no way to find that out. So I just made it very clear that this will absolutely not happen again. I told the supplier, and I told our sourcing agent. I said, “We’re going to take every precaution we can, even if it costs a bit more in shipping. We’re going to get thicker boxes. We’re going to do it on the side. We’re going to put these sectional things between each layer, inside each box, which takes away a bit of room of what you can fit in the box. But better safe than sorry at this point because we absolutely can’t afford for that to happen again.

Since then, it’s been good. It is always kind of a concern of mine after that happened because everything was going good. That was the last thing I expected to happen when we ordered our order. And you were asking about some of the other things that happened to us.

Chris Guthrie: Yeah, I was curious about that when you mentioned there were some issues. So you’re still selling other products now, and you’re doing well? Or are there some other issues that happened to the baby bowls as well?

David: Yeah, there were some other issues that happened. This all happened in the span of two weeks.

Chris Guthrie: Yeah, go ahead and share if you can. I think that this is helpful for people that are already selling and doing well. Maybe they just haven’t had this happen. Maybe they think something like, “Okay, maybe I should use an inspection service.”

David: Exactly.

Chris Guthrie: Or it gives them some idea. So yeah, go ahead.

David: That was the only thing that happened physically to the products. But we also had the review of death, as what I like to call it. What everyone is going to experience at one point or another, I’m sure. So we had this woman basically just destroy us in a review. It was a long review. She was saying that our product was awful, comparing it directly to a competitor’s, and saying that we were scamming people – which is a word you did not want on your page at all. And this review actually got some likes from people looking on the page. I’m not surprised it did, when it’s right at the front. I wouldn’t want to buy a product if I saw something like that.

So that was really concerning to us. So we tried to get it removed. We were saying that you can’t call our product or our brand a scam because we’re not. We aren’t saying or selling anything that we’re not providing in the description. The picture shows exactly what you’re getting. The product is exactly what we’re saying it is. You cannot be happy with a product, but you can’t call us a scam.

Amazon didn’t see eye-to-eye with us on that one, so they refused to remove it. But thankfully, after we went through the poorer inventory, we started getting better reviews. And that one eventually got bumped down, so that one is kind of in the past now. But there was a period of time in which our conversions were really down. And I knew it was because of that review, because you can’t miss it. It was at the top of the page. It was saying some pretty horrible things.

Chris Guthrie: So was it the most helpful critical review then as well?

David: Yes.

Chris Guthrie: Yeah, that’s a killer, because you know that when people are looking at product listings, they’re looking at the top positive review and the top critical review. If they’re doing anything beyond, just looking at the images, the title, and the bullet points of the listing. So yeah, I can see that.

But then you fixed those issues with the products you talked about before and were able to get past this. Cool, so let’s talk about some of the other products that you’ve been doing. And then maybe we’ll talk about some of the other things you’re doing beyond physical products as well.

David: Yeah, absolutely. The main ones we focus on, I guess, would be the 100 percent bamboo washcloths. So that’s actually a package of six, 10-by-10 inch washcloths. They’re perfect for… Usually, bath time is primarily what we’re selling them for. But I mean parents can use those for anything.

So we did our launch the same way we did with our bowls. And these never did grab traction like the baby bowls did. But I was kind of disappointed because I thought they would. I thought I really chose a great product. Approaching this product, I was more experienced. I had more information about what I was doing. So we were only selling about like one or two of those a day. But recently, it slowly started getting more traction, and we’ve been seeing more and more growth of those products. They’re still nowhere near the baby bowls. But what it really says is you have one all-star product, and then you can have 5 to 10 others, but only selling a fraction of that. It makes up, right? It’s kind of what I believe these products are going to be like. Same with the bibs. So we know we’re never going to be selling 30-40 a day. But if we can sell 5 to 10 a day, then that’s perfectly fine with me. And that’s what we have to expect.

Chris Guthrie: Yeah, that way, you just know you can eventually get to, say, 20, 30, 40, 50 products. Then you’ll hit some winners within there, and you’d be doing really well. And then the other ones can just help supply a little bit of extra sales along the way.

David: Absolutely. Even if you’re selling two a day, it’s still profit, even if it’s a very small amount. But currently, right now, We’re actually in the process of launching in Amazon Canada, and then shortly after that, U.K. and Mexico. So it’s the same thing. You might not get a ton of sales in those markets. But if you get two here, three there, before you know it, you’re doubling your business just by expanding and branching out, right?

Chris Guthrie: Yeah, that’s great. Since we’re about two-thirds the way through our conversation, I wanted to talk a little bit about some of the other stuff you’re doing beyond the physical products. You say you have this audience. Now you have people that are buying your products on Amazon. And you mentioned that you’re looking at doing some digital products as well.

David: Yeah, absolutely. We kind of had this idea that why are we so fixated on baby products. You’ve got to look at the audience we have and who our customers are. And it’s women. It’s young mothers, women in the age of 18 or 35. I think that’s our biggest market. So what else can we market to them? What else can we do? And at this point, we really were kind of focusing on the idea of digital products because once you pay to get a digital product created, it’s all profit at that point. You own it. You don’t have to deal with inventory or anything like that. So it was very simple. It’s an easy way to go.

So we thought, and we thought. And we said, “You know what? A big issue that a lot of these young mothers have is that basically, they want to get back to their old self, to before they were pregnant. And it’s hard. And a lot of them deal with a lot of post-partum depression, stuff like that, which is horrible. So we decided to create a post-pregnancy e-book, which has all these great tips and everything, to help mothers feel really good about themselves after they have a kid. So we worked on that. And we have that created. We haven’t launched it yet. But we keep picking the way at it, adding more things, just to try and add as much value as we can, so that these mothers really feel like they’re getting a great product that is very useful.

Chris Guthrie: Okay. So then what I think I’ll do is I’ll follow up with you after you’ve launched it. And then I’ll add something to the show notes. Sellercast.com/19 is where you can go to see an update on how that went.

Let’s talk about the price point. What are you planning on selling that for? Are you going to sell just the e-book? Or are you going to have some upsells to your physical products, maybe?

David: Yeah, we have upsells. Currently, right now, we paid and got somebody to write the book for us, a person to ghostwrite the book for us. And it’s only a 50-page book with a lot of really good information. At first, that’s all we were going to go with. But I really wanted something else. This is information that technically, anybody could just go and research themselves, right? I don’t really think about added value as there, not enough for people to be willing to pay for it, right? So then I kind of got the idea that you know what? Let’s try and develop or find some sort of personal trainer or something. You can find basically anybody on Elance, Fiverr. Let’s just try and create a specific workout and fitness plan specifically for mothers who have just given birth. And it’s more catered to their needs and what they can actually do physically, because you can’t go and physically do it yourself after having a baby. So we started working on that.

And I think that is going to be probably the main selling factor when people are going to purchase this. You know what? They’re getting this actual, almost tactical thing from this book. It’s not just reading. They’re getting something that they can follow, and it’s got tracking sheets in it. And on top of that, as an upsell, we also found all these great diets. So we found all this stuff as private label. And we just purchased it. And now we can actually add that to our baby book. So not only are they getting the whole post-pregnancy tips book, but they’re getting the workout plan with that.

And then for an upsell, you can get this other e-book, which includes all these fantastic diets, detailed diets for them. And another upsell we had is we have all these yoga videos, which kind of ties in with the whole fitness aspect of that. And that’s got about 80 really high-definition, good-quality videos for them. And they can actually start doing their own yoga in the comfort of their own home.

Chris Guthrie: Okay, cool. And do you have a website as well for your brand? Now at this point, are you going to be marketing your physical products on that website along with this digital product as well?

David: Yeah, I tried to create a Shopify website. It didn’t really take off. I didn’t really put too much effort into it because it was just more focused on Amazon. One of the reasons why it’s also harder with your own website is because you can’t get the traffic. That’s why everyone loves the Amazon. That’s why it’s recommended to start on Amazon because the traffic is already there. If we were selling products at a higher price rate and we had a bit more of a margin to work with, then we can start paid traffic campaigns, and we can definitely get that to convert. But for the current products we’re selling right now, it’s just not there. I mean we’d have to be able to get sales at about $2 worth of traffic. And that’s just almost impossible, right?

Chris Guthrie: Yeah.

David: But we are working on that. We’re actually going to move away from Shopify. And we’re starting to create own e-commerce website from scratch.

Chris Guthrie: Okay, so you’re not going to use like WooCommerce or something else like that.

David: Yeah, I think for the payments processor we’re going to use Magento. So we’re still working on that because we know how important it is to actually have your own website, because right now, we’re only selling five products. But in the future, if we’re selling cribs, if we’re selling car seats, stuff like that, we will have that extra margin to be able to get paid traffic. And at that point, you’re building a brand. So you need to start developing SEO and whatnot. So it’ll be feasible to spend money to get people to go to your own website. And at that point, you can also control the traffic. You can control who you’re targeting, who’s coming, what you want them to buy. So I do know that that is where the most potential in this brand is in the future. It’s just going to be slow to get there.

Chris Guthrie: Yeah. So then how do you see the future then? We’ve talked a lot about the business, some of the challenges along the way, expanding into digital products as well as selling physical products. You mentioned doing higher priced items as well. What do you see timeline-wise? And what is the goal for the business overall? Are you trying to get it to, say, a million dollars a year in revenue? And then at that point, you will look at trying to take it to the next level. Or maybe you have the plan for trying to sell, eventually. I’m curious what you’re planning to do.

David: Yeah, those are all things we’re taking into consideration at the moment. We know we can get it up to a million dollars. It’s just finding out how to do it now and how to do it effectively and efficiently. So we know that right from the beginning because we were doing 20 grand a month off one product. So I mean if we found five proper products that we can do 20 more grand off of, that’s a million-dollar business a year right there. That’s 100 grand a month.

So we know the potential is there. It’s just about finding out how to get there. And you know it could be by expanding into the different markets. I know U.K. is a pretty big market for it. I think their online retail accounts for like 11 percent of all retail, which is double the States and double Canada. So there are huge markets out there that we haven’t even tapped into. And we don’t know exactly what products are we going to be going into next. But the idea is to just build it up slowly. Work on one product at a time. Make sure it’s good. Make sure you can get some decent sales out of it. And in the end, if we can make a million-dollar business out of this, then we would probably consider creating an exit strategy trying to sell it.

Chris Guthrie: Cool. I appreciate all the helps you’ve given, just diving into specific details and challenges that you had with your actual business. And I guess the final question I have is that is there any advice you’d give? I think the stories you shared are helpful for people that are already selling on Amazon and those that are thinking about selling. But what advice would you give to sellers just from what you’ve learned along the way? If you were to pick one or two things to end it on…

David: Do not get discouraged, because believe me, I was very discouraged at the end of the summer when all these things happened. I was thinking “there’s no way we can recover from this.” We’ve almost got to put this company behind us to work on something else. But eventually, you’ll see a little glimmer of light. And we saw that when we just lowered the prices a little bit. And our sales just absolutely skyrocketed. So that’s basically where we’re at right now. Two months ago, I never thought we’d be back on our feet. But we are, and we’re actually doing better as far as sales go and profit and everything like that. Yeah, we’re operating at a smaller profit margin, but we’re making more money, so it’s not really a problem there.

Chris Guthrie: That’s great. Cool, thank you so much, David, for coming on and sharing your experience. Thank you again so much.

=====

Outro: All right, and that was the show with David. You can go to Sellercast.com/19 to check out the show notes. You can also go to Sellercast.com/now if you’d like to start a free trial of Salesbacker, the tool that David was using to help solve the issues when it came down to his baby bowls having some suction issues. So he was using that to communicate with his customers after they purchased their products. He also uses the tool to help get reviews, as many of the people that are using Salesbacker do. But that’s one extra way that you can help alleviate potential issues, i.e. by being able to communicate with your customers after they purchased your products, which is so important. So make sure you check that out by going to Sellercast.com/now. And thank you so much for tuning into this show, and we’ll see you in the next episode.